At a Glance
- Tasks: Lead and develop sales operations across EMEA and APAC, driving growth and efficiency.
- Company: Join Chainguard, a leader in secure open source solutions for top global enterprises.
- Benefits: Enjoy flexible remote work, 100% health coverage, stock options, and generous parental leave.
- Other info: Be part of a diverse team that values transparency, innovation, and customer obsession.
- Why this job: Make a real impact in a fast-paced environment while shaping the future of sales operations.
- Qualifications: Proven experience in sales operations, team management, and international territory design required.
The predicted salary is between 165000 - 210000 £ per year.
Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. Our customers include Fortune 500 enterprises and global industry leaders.
This role, in a nutshell: Chainguard's international business is past the proving stage — the teams, the motion, and the early wins are in place across both EMEA and APAC. We're looking for a Director, Sales Operations to run the operational engine behind it. You'll lead our existing sales operations team and own the planning, forecasting, territory design, reporting, and process rigor that keep a multi-country, multi-segment, multi-timezone business running at speed.
What you'll do:
- Lead, coach, and develop the existing Sales Operations team supporting EMEA and APAC — set priorities, raise the bar on quality, and grow the team as both regions scale.
- Serve as the direct revenue operations partner to the GVP, EMEA, and the RVP, APAC, and their leadership teams — the single point of accountability for planning, forecasting, reporting, and operational decision support across both regions.
- Sit in both the EMEA and APAC leadership rhythms: attend and shape leadership meetings, staff meetings, and QBRs, and bring the data and recommendations that let the GVP, the RVP, and their leaders make calls quickly and confidently.
- Extend that partnership down the org to regional VPs and front-line managers, while acting as the EMEA and APAC voice inside the global GTM Operations function.
- Own annual and in-year territory design across both regions — carve equitable, data-backed territories spanning UK&I, DACH, Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN, accounting for language, entity, segment, and account-potential differences.
- Run capacity and coverage modeling for EMEA and APAC: headcount plans, ramp assumptions, quota allocation, and productivity targets tied to the company financial plan.
- Own the forecast cadence for both regions — weekly pipeline inspection, forecast calls, roll-up accuracy, and the narrative that goes to global sales and finance leadership.
- Deliver the operating reporting rhythm for both regions: weekly performance, monthly business reviews, QBRs, and EMEA and APAC inputs to Board materials.
- Own pipeline health and funnel analytics end-to-end: conversion rates by stage, segment, region, and country; source and campaign contribution; win/loss patterns; and the levers behind each.
- Drive data integrity and hygiene standards in Salesforce and the broader GTM stack across both regions.
- Partner with global GTM Operations on system and process changes, ensuring EMEA and APAC requirements are represented.
- Support sales compensation execution for both regions in partnership with global Sales Ops and Finance.
- Partner cross-functionally with Marketing, BDR, Customer Success, Finance, and Legal to remove friction from the EMEA and APAC GTM process.
- Maintain governance and rules of engagement across EMEA and APAC teams and segments.
- Bring region-specific operational requirements into process and reporting design in partnership with Legal and Finance.
What we're looking for:
- Deep Sales, Revenue, or GTM Operations experience, including significant time in high-growth Enterprise B2B SaaS.
- Proven experience managing and developing a sales operations team.
- Demonstrated ownership of multi-country international territory design, quota allocation, and capacity planning.
- Hands-on, expert-level Salesforce fluency.
- A track record of running a forecast cadence that sales leadership trusts.
- Strong analytical foundation.
- Excellent communicator who can move between a front-line manager's pipeline question and an executive-level narrative.
- Demonstrated success as the trusted operations partner to senior revenue leaders.
- Proven ability to support multiple regional leaders at once.
- Experience operating as a regional leader inside a globally managed function.
- Working knowledge of the modern GTM stack.
- Comfort with international operating complexity.
- Self-starter who flourishes in a fast-paced, high-growth environment.
- Willingness to travel across EMEA and APAC and to the US for QBRs and planning cycles (~25%).
Base Salary Range £165,000 - £210,000 GBP
A few of the benefits we offer:
- Flexible & Remote-First Culture.
- Our Approach to Equity.
- 100% Covered Health Insurance.
- ∞ Flexible Time Off.
- 18 Weeks Paid Parental Leave.
If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring
Director, Sales Operations - EMEA and APJ employer: Chainguard
At Chainguard, we pride ourselves on fostering a collaborative and innovative work culture that empowers our employees to thrive. As a Senior Solutions Architect, you will not only have the opportunity to lead impactful projects in the realm of open source security but also benefit from continuous professional development and a supportive team environment. With the flexibility of remote work and a commitment to employee growth, Chainguard is an excellent employer for those seeking meaningful and rewarding careers in technology.
StudySmarter Expert Advice🤫
We think this is how you could land Director, Sales Operations - EMEA and APJ
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Director, Sales Operations - EMEA and APJ at Chainguard, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Chainguard. Tailor your message to explain why you’re drawn to them and how you can contribute as a Director, Sales Operations - EMEA and APJ. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Director, Sales Operations - EMEA and APJ
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Chainguard:When writing your cover letter, make sure to tailor your message specifically for Chainguard. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Chainguard
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Chainguard that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Chainguard that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Chainguard’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
